Episode 26: How Buyers Win in a Sellers Market
From The Buyer's Boardroom by Alaris Acquisitions
February 26, 2026 · 1h 20m · Season 3 · Episode 26
About this episode
The episode discusses how buyers can succeed in a competitive seller's market by focusing on preparation, empathy, and clear communication.
Hosts: Allen Darby & Jacqueline Martinez Guest: Michael Dolberg, Founder & CEO of Pollen Wealth Management In a competitive seller’s market, the highest price does not always win the deal. Sellers are evaluating far more than valuation multiples. In this episode, Allen and Jaclyn break down what actually separates winning buyers from the rest of the field and why preparation, empathy, and clarity often matter more than the headline number. The Seller’s Mindset Most RIA owners have never sold a firm before. Even highly successful advisors experience uncertainty when entering the process. Sellers are evaluating buyers through the lens of trust, continuity, and confidence in execution. Buyers who fail to recognize the emotional dimension of a sale often lose deals before they even realize it. Why Communication Matters More Than Buyers Think Sellers quickly lose confidence when buyers appear unprepared. Vague answers about deal structure, compensation, or post-acquisition economics signal uncertainty. Clear communication, supported by real data, is one of the fastest ways buyers establish credibility during the process. Building a Compelling Buyer Value Stack Price alone…
People in this episode
Hosts: Allen Darby, Jacqueline Martinez
Guest: Michael Dolberg
Topics covered
- buying strategies
- sellers market
- communication
- buyer value proposition
- trust in transactions
Keywords
- sellers market
- buyer strategies
- RIA owners
- communication
- value proposition
Mentioned in this episode
Organizations: Pollen Wealth Management
More episodes of The Buyer's Boardroom
- Episode 25: Surviving the LOI Gauntlet: What Actually Gets Deals Closed · January 15, 2026 · 1h 1m
- Episode 24: How to Objectively Measure Culture with Amy DeTolla from Aureus Advantage · October 20, 2025 · 1h 28m
- How to Minimize Your Taxes on Big Transactions with Guest Elizabeth Guidi from Kilpatrick Townsend · August 25, 2025 · 60 min
- Does Selling Mean an Exit? with Denitsa Balunis of Edelman Financial Services · August 20, 2025 · 58 min
- The Big Reveal: When to Tell Your Team? · May 14, 2025 · 18 min
- Navigating M&A in a Market Downturn · April 24, 2025 · 26 min
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